Training for Sales Managers and Other Sales Leaders
Bring Sanity Back to Sales Management
Dear Friend,
Let me share with you something you already know. Being sales manager is the hardest job in the company. I get it! I was VP of Sales for North and South America of a Fortune 500 company for 12 years. Here's the problem: it can feel like you're being pecked to death by ducks. Your direct-reports need help, and constantly text and call. The President and other leaders are always calling for forecasts and wanting to know what's going on, and you have to constantly be in-the-know. I had a wise man say to me once, "Forecasting is difficult, especially when it's for the future." Let's not forget the Product Managers, Marketing, Service team and, of course, the CFO. Everyone wants to take a nibble from you and there is no escape and no place to hide. When sales are down, it's always the salesforce that gets the credit (led by you)... and when sales are up, it's because of your people or a great product. So why do we do it? For many of us, the #1 reason is to see the development of our people.
Where do we turn to get help? Sure, there are 2-day management courses out there, but they don't understand the sales world. Besides, there are unique needs of most sales leaders, and how much can you take in through two days, anyway? These are the reasons we created this special coaching/development program called the Sandler Sales Leader Network.
We've taken 30 years of the Sandler Sales Process and coupled it with my 20+ years of managing and coaching salespeople and sales managers to create a forum and system to help bring the sanity back to Sales Leadership.
Read more below to see if/how we can help you.
Sincerely,
Sales Managers are Constantly being PINCHED
Why is Sales Management The Hardest Job In The Company?
- By their people, from below…
- By their boss, from above…
- On all sides by Product management, Marketing, Finance, Service... the list goes on!
- When things go right, it’s the sales manager's people that deliver the result.
- When things go wrong, it’s on the sales manager.
HIRING
Have confidence when adding members to your team.
RECRUITING
Know who to look for in your industry.
TIME MANAGEMENT
Control how you spend your time to get the most value out of life.
STRATEGIC THINKING
Don't react, plan and act!
COACHING
Constantly improve yourself and your team with reinforcement training.
MENTORING
Be a dependable leader for your sales team.
FORECASTING
Don't fall short of your goals next quarter.
TRACKING NUMBERS
Details can slip through the cracks. Have a system that helps you measure and see the big picture.
DELEGATION
Allow yourself to share tasks with others so you can focus on activities that demand YOUR abilities.
☑ - Interactive virtual sessions 3x per month on Friday mornings
These sessions take place the first 3 Fridays of the month from 10:00-10:50. Attend as many as you like.
The agenda is as follows: 15 minutes of coaching from the participants. 30 minutes of a specific topic (see list below) 5 Minutes of Lessons Learned from the group.
☑ - Address YOUR Concerns as They Arise
☑ - 1-year license to Sandler Online Foundations Course
☑ - 1-year license to Sandler Online Sales Management Course
☑ - 2 On-Boarding Assessments
Personality-oriented assessment, DISC, along with a skill and motivation-measuring assessment, the Sandler Hiring Inventory.
☑ - On-Boarding Call with Our Coaches
☑ - Registration to the Summit Conference in March 2018
☑ - Access to previous recordings of Sales Leader Network sessions
Meet Mark
Mark McGraw started using Sandler with his team in Corporate America and after 16 years, he left to coach and train full-time. He founded Sales Engine, LLC. after spending 17 years in the corporate world. He was a VP of Sales for a Fortune 500 company and has been a business owner for 10 years. Mark is a member of the esteemed Vistage group, sits on the boards for Adoption Discovery and The Place (a United Way Agency.) He is able to combine his business owner experience with a corporate career to increase profits and revenues. In 2017, Mark was selected by his peers to receive the David H. Sandler Award in recognition of his outstanding dedication, embodiment of Sandler principles and the spirit of founder David Sandler, as well as the Sandler network. Mark's professional goal is to help people see and achieve a higher vision for themselves.
Meet John
John Rosso is recognized nationally as a business-development expert, specializing in executive-sales consulting and sales-productivity training as well as the best-selling author of Prospect- The Sandler Way. John is a dynamic, enthusiastic speaker who informs, entertains, and motivates presidents, CEO's, other senior managers and sales professionals.
More than 200,000 sales professionals have listened to John speak, and more than 95 percent rate his content and presentation of sought-after selling solutions the best they've ever heard. His authentic, real-world approach to the sales process speaks to visionary business leaders who want the freedom success brings.
In June 2015, John and Peak Performance Management received the Summit Award from Sandler Training, recognizing the company as the Number 1 Sandler Training facility out of 250 Sandler training centers worldwide.
Meet Josh
Josh Pitchford is a valued consultant to our clients and member of the Sales Engine team. Our clients can always rely on him to share an energetic and insightful training experience. Josh's strong grasp on Sandler principles combined with his approachable personality allows him to be a trustworthy mentor and trainer. Josh joined the Sandler Team after spending most of the last 13 years in the golf industry. In his last position, he was responsible for the sales efforts of over 600 golf professionals that accounted for close to 80 million in golf instruction and equipment sales. Josh was able to produce those results in his previous position, by building a scalable system that was embedded in the Sandler principles. His understanding of the Sandler Selling System and abilities to coach the system are an uncommon trait in those that are new to being Sandler Trainers.
Some Sample Topics:
- Delegation
- Newly appointed Sales Managers
- 1st Interview
- Goal Setting for Quarter
- Commissions/Incentive
- Confrontation
- Player Coach
- First 100 Days
- SEARCH
- DISC
- Devine
- Seasoned Sales People
- Millennials
- Roles of Leadership
- Forecasting
- Pre-Call Planning
- Territory Plans
- Strategic Thinking: Hiring Inside Salespeople
- Debriefing
- Dealing with Happy Ears
- Selling inside your organization
- Time Management- Take back your life
- ITNA
- Selling Up
- Weekly Impact Meetings
- Basic Financial Accumen
Lessons Offered with Sandler Online Foundations Course Upon Enrollment
-
Why Have a System?
Discover the importance of having a systematic process for sales development. You'll understand the components of a successful selling system and the benefits of following a selling system.
-
The Importance of Bonding and Rapport
Learn how to bond and rapport with prospects by applying the elements of the active participation and OK/Not OK principle. Use a Sandler tool called DISC that helps you understand different personality types, and how to interact with them for a more predictable outcome.
-
Elements and Terms of an Up-Front Contract
Have you ever left a sales call and not accomplished what you wanted? Have you ever had a prospect shut you down? Set the ground rules and achieve equal business status by using Up Front Contracts.
-
Identifying the Reasons for Doing Business - PAIN
Prospects buy for their reasons, not your reasons, and not every prospect is qualified to become a customer. Go through the Sandler Pain Funnel Questions and Rules for Pain and get your next prospect to admit that THEY need YOU. After all- No Pain, No Sale.
-
Questioning Strategies
Why do I need to learn how to ask questions? That's an interesting question. If we could show you that effective questioning helps move your prospect's decision forward, would you be interested in learning how to use these skills? Learn to Reverse, Dummy Up and Never Paint Seagulls.
-
Uncovering the Prospect’s Budget
Learn how to uncover your prospect's budget and how to effectively use the Monkey Paw. Find out if your prospect has the resources they need to implement your solution.
-
Identifying the Prospect’s Decision-Making Process
Focus on the importance of learning how the prospect makes decisions. This step is more than just finding out who the ultimate decision-maker is. It is about identifying and understanding all the aspects of their decision-making process, and whether or not those criteria work to your advantage.
-
Closing the Sale - Fulfillment & Post-Sell
After you close the sale, it is important to stick around and deal with 3 important factors in the Post-Sell step. Learn how to deal with buyer’s remorse, establish ground rules for the working relationship, and talk about future business and referrals.
-
Improving Your BAT-ting Average
Learn how your Behavior, Attitude, and Technique all play a role in the sales process. Don't let setbacks in the roles you play in day-to-day living affect your self-perception: learn more about the I/R Theory and how it can help or hinder your performance in sales.
-
Prospecting Behavior
Sandler Rule: You never have to like prospecting, you just have to do it. Do you have a prospecting plan? Do you follow it? Work on developing your 30 second commercial and learn to use a Cookbook to track your prospecting efforts.
Lessons Offered with Sandler Online Strategic Management Course Upon Enrollment
-
Recruiting
Learn a comprehensive framework to use in developing a strategy for identifying indicators of appropriateness for a position as a means of screening candidates for final-round interviews and hiring decisions.
-
Hiring
Link the elements of the Ideal Candidate Profile to the interviewing process and describe the manager’s role in structuring that process. Integrate information regarding each candidate’s fit to the position and apply decision-making models to arrive at final decisions.
-
Understanding Your People
Provide information about the communication process and ways to increase communication effectiveness. Learn three ways to promote your understanding of members of his team, and to explain how such knowledge can enhance productivity and professional growth.
-
Leadership Roles
Understand your role in the corporate training process. Be aware of a variety of approaches to mentoring and the benefits of each. Understand the mindset and purpose of coaching and the process needed to provide effective coaching. Use a systematic process for conducting performance reviews use the results to develop action plans for improvement.
-
Managing Work Relationships
Conflict among team members is inevitable, avoiding conflict contaminates effective team functioning, and managing conflict can harness the creative power of difference. Develop a conceptual frame of reference for viewing and managing conflict.
-
Goal Setting
It is the manager's role to connect employee goals with the department goals to motivate employees to perform at optimum levels. Develop your skills as a motivator for your team.
-
Managing Organizational Change
Understand the impact of organizational change on employees and know how to use a systematic approach to facilitate change in your department.
-
Staging Effective Sales Meetings
Understand how to design, develop, and conduct effective sales team meetings.
-
Territory Management
Provide concepts for developing strategies for establishing and meeting territory objectives.
-
Facilitating Account Management
Be aware of the elements required to develop appropriate account plans for various classifications of accounts.
-
Improving Sales Team Performance
Identify the reasons, the objectives, and a process for providing field support to salespeople.
-
Improving Personal Performance
Learn that time is a non-renewable resource which must be carefully managed. Learn to identify and change your negative behavior patterns, especially those that interfere with managing people who report to you.
- 2 Payment Plans to Choose From: $5000 payment up-front or $500 monthly for 12 months
- Availability on Friday Mornings- Sessions Are Offered 3 Fridays Each Month to Offer Flexible Scheduling for Busy Professionals. (Attendance to ALL 3 Sessions Not Mandatory)
- Be Prepared with Some Questions or Insight to Share with the Group Each Week
- Users Require Access to Webcam: Sales Leader Network is Livecast on Webex
Rob Vaka
Director of Client Engagement, SignaturePRO Sports & Entertainment
Industry: Finances/Lifestyle
Rob Vaka has been in the sales industry for 28 years, and he's seen a lot of training programs. He admits that he was "reluctant" at first, and thought his team would benefit most from Sandler. Watch as Rob reflects on the ways Sandler helped him reconnect with important sales principles, and how he and his team benefit from using the Sandler Process.
"...Turns out, it helped me more than anybody!" -Rob Vaka
-Jay McManus, VP Sales & Marketing, Ryland Homes
"Sandler training is working and I barely have a moment to spare. I can’t even begin to describe the difference in my sales life. I have control, I have confidence, and I have a measurable system. I’ve set more appointments with less calls than ever before. I’ve lost almost all my cold call anxiety. Being able to pick up the phone, dial a prospect, and not be afraid or feel like I have to ask permission to do my job - that alone is worth its weight in gold.
Sandler is the best buying decision I have ever made."
-Alexis L. Evans, Business Development Executive, Manifest Solutions
“When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”
-Roy Cook, Financial Planning, Merrill Lynch
You Want to Work with Someone Who's "Been There, Done That."
Do any of these situations apply to you?
- When you have a problem, you need a solution quickly.
- You need a community where you can ask questions and share confidentially.
- You like to learn from others' experiences.
Experience the benefits of sharing collective knowledge with the Sales Leader Network.
- Application does not guarantee acceptance into the Sales Leader Network. Each application will be reviewed before the transaction is approved. (This policy is in the interest of our franchisee legal agreements, and is not a reflection of our willingness to work with an individual.)
- When purchasing, you are agreeing to a 12-month membership in the Sales Leader Network.
- Sales Leader Network is a participant-driven program. We encourage members to be active listeners and to share their experiences, questions, advice, and other thoughts with the group.
- Our most successful clients are receptive to "new" and sometimes "unconventional" sales behaviors. We are not a good solution for traditional "show-up-and-throw-up" sales teams.
- Any payment terms are for the convenience of the client, and such accommodations will be made at Sales Engine, LLC's discretion.
- We offer a 30-day money-back guarantee. If you attend the on-boarding consultation and at least 2 sessions within your first month, and don't receive enough good ideas that you will be able to MAKE or SAVE 10x what you've invested, we will refund your money 100%. Keep your DISC and Sales Leader Inventory Assessment results.
- Sales Engine, LLC reserves the right to cancel the program at any time. If this should occur, the client will receive a refund of the pro-rated balance.
- We reserve the right to record, reuse, and publish all material from Sales Leader Network sessions.
- Membership is non-transferable. Sales Engine, LLC reserves the right to deny refund or transfer of membership if an individual leaves an organization.
Learn with Like-Minded Business Professionals. Join Us!
